Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/162846
Authors: 
Parthasarathy, Madhavan
Forlani, David
Year of Publication: 
2016
Citation: 
[Journal:] jbm - Journal of Business Market Management [ISSN:] 1864-0761 [Volume:] 9 [Year:] 2016 [Issue:] 2 [Pages:] 650-676
Abstract: 
The purpose of this research was to develop a framework capable of classifying the reasons behind the discontinuance of supplier-distributor relationships. Using a sample of CEO's who manage intra-national and multi-national firms, a study was run to test a typology of discontinuance built around diffusion theory's source of influence construct (e.g., the origin and valence of the information that initiates a discontinuance decision). The three types are called New Day, Strike 3 and Greener Grass. Results support the proposed typology and suggest that managers indeed terminate relationships with partner firms for three aforementioned theoreticallygrounded and practitioner-relevant reasons. Managers can use the framework to better understand their past and current relationships, as well as a tool for engineering future relationships. Finding a tendency toward one discontinuance type can help managers identify issues or weaknesses that if addressed, could improve the quality and longevity of such relationships.
Subjects: 
Organizational discontinuance
Channel relationships
Diffusion theory
Persistent Identifier of the first edition: 
Creative Commons License: 
http://creativecommons.org/licenses/by-nd/3.0/
Document Type: 
Article

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